Blog

In the posts below, Kevin McArdle offers his thoughts on moving your business forward with actionable, practical steps to create traction.

How to Become a “Must Have” for Your Customers

On a recent webinar I held, one of the members of the audience asked the following question: “We have a state of the art facility. …

Should Marketing Messages Be Created Within the Marketing Silo?

In some companies, the marketing team has certain responsibilities, the sales team has others and never the twain shall meet. I think this is a …

One Way to Make Sure Your Messaging Hits Its Mark

The first quarter of the new year brings with it the possibility of change—the opportunity to create results by bringing new strategies into your business. …

3 Reasons Your Customers Aren’t Taking Action

When a deal stalls, you and your team may ask yourselves why. Lately, I’ve been seeing some trends in the marketplace that can help you …

The First Decision Your Prospects Have to Make

Every buying cycle comes down to two critical decisions that your prospective customer has to make: 1. The first is, "Why change?" Why should I …

The 3 Biggest Challenges in Sales Today

If you’re struggling to see growth this year, the problem may feel too big to wrap your arms around. In preparation for a recent webinar, …

New Article: Avoiding a Competitive “Bake-Off”

I want to share an article I recently wrote for Composites Manufacturing Magazine, the official publication of the American Composites Manufacturers Association: “Secure Better Business …

What Makes a Good Elevator Pitch?

A good elevator pitch can bring significant business your way, especially if you do a lot of prospecting through networking. Even though your elevator pitch …